In the average company, for example, reps spend only about 16% of their day in front of customers, virtually or in person but reps in the best performing sales organisations spend 40 to 50 % of their time in front of the customer.
Research shows that top reps spend just as much time on unappealing internal tasks as low performers, but they take the important step of putting in additional time to connect with customers, whether by email, phone, or in person.
But how much more?
Most sales organisations don’t quantify this additional effort, but using Lian’s analytics to do so can give managers to improve performance by:
(1) Changing how low-performing reps should adjust their behaviour and
(2) Encouraging additional customer contact by minimising the administrative and internal tasks.